There are key sectors in our economy in which prescriptive selling takes on great importance.

As the most traditional example, we have the pharmaceutical sector, but there are also other strategic sectors such as construction and industrial sector in which this type of selling is truly a value to be taken into account.

What do we understand by prescriptive selling?

Prescriptive selling is one that follows a pre-designed guide for the sales team. This guide describes the aspects to be taken into account to lead the customer through the funnel or sales funnel. The aim is to improve the chances of closing a sale through a process that places great importance on long-term relationships.

It has many advantages over aimless selling or selling through trial and error. The very act of putting this whole process down in black and white allows sales management to analyse many aspects that are sometimes forgotten, and to prepare the ground so that the sales team can give its best. Using a football analogy, it is very different to start a match without a clear idea of how to play than with the 11 players knowing what their team is playing for and how they want to win the match.

In addition, the sales guide is a living document, which can be modified through success and failure stories, and also through the best practices of the sales reps. After analysing all the available data, we can make forecasts more accurate and continue weaving a long-term relationship with customers or prospects through this type of proactive selling.

There are studies that demonstrate with data that if customers detect with certainty that we have prepared the sale well, the customer or potential customer will notice that they are dealing with a company that generates trust and this will translate into greater ease of closing new sales.

How can we organise the prescriptive process?

One of the keys to this sales process is organisation. We have to make the work of our sales team easier in order to manage and follow up, apart from their customer portfolio, their opportunities or potential customers. We have to have traceability of the conversion of prospects to customers y valuable data that can serve us to keep updating and improving the sales process.

That is why, at Catalog Player, we make available to you the Premium CRM Leads Module, from which you can track your business opportunities through:

• advanced dynamic forms
• customised funnels
• control panel with valuable data
• analysis of the feedback received at each visit

Thanks to this module of our mobile sales platform we will be able to have well organised each feedback that receives the information presented in the different visits made, and this will allow us to continue implementing our roadmap towards sales success.